"Contrary to what most underperformers claim, sales success is not situational. It's not about the market, the product, the company, or the competition. No, it's all about the seller - the individual." - from the Foreword.
Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
Now he's boiled down everything he's learned and tested into one convenient audiobook, packed with useful material for everyone from raw rookies to tested veterans. He focuses on the building blocks that all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions.
He explores 19 essential traits and skills that nearly all great salespeople have, including:
Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier.
Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
©2016 Anthony Iannarino (P)2016 Gildan Media LLC
The easily manipulated.
This has a bad title. It should say Best Book Guides on Sales.
This book doesn't take a deep dive into techniques which I really liked. It's a comprehensive guide on all the elements that make up a top salesperson. Serves as a great foundation of different areas of the process to work on.
Title says it all! Greg insights in time management, prospecting, and tips to improve sales performance. It's easy to read (or listen to in my case) and I have and will continue to recommend it to colleagues looking to improve their sales game.
Suggested readings are provided at the end of most chapters in this book. I prefer a book that can provide value on it own; however, the books he recommend are good quality books
Anthony makes you take onus and I appreciate that factor. The information could be really useful as a refresher to get beyond the rut or a newbie who's just not sure why they can't maintain results.
Anthony breaks down the sales process in an easy to understand format that is motivating and inspiring and with a foundation for success, discipline. I loved how he calls you to action while you're reading - right now!
The chapter about accountability and owning the outcomes you sell was great. "The solution you sold will face its challenges, and your clients will expect you to own them. They're going to hold you accountable for the results that you sold." This point really hit home for me.
This book has added a lot of new weapons for me to use both professionally and personally.
I finished this book within 24 hours of starting it. It ties many of the concepts into one book and provides recommendations for additional highly regarded reading after each chapter.
A must read of anyone in sales.
Paul R. Ybarra
Anthony has laid out the entire new landscape of sales as it stands today. one of my favorite parts of this book are the additional reading resources that he gives at the end of each chapter. His presentation could definitely be a little bit more exciting but the content couldn't be any better.
Great advice. Hate to give this four stars but let me make it clear that this is for the audiobook. I'm not sure why it was read so slowly with a monotone dragging tone. Take the audio away and the material is valuable with great insight and timely up-to-date references. The physical book itself may earn 5 stars.
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